Sales Training Articles

1). The Sales Training Series: Dealing With Sales Objections and Stalls By : Duane Sparks
Most salespeople think of “stalls” and “objections” as synonyms. Wrong. Stalls and objections are both things you may hear after you have asked for commitment, but an objection is a specific reason not to buy. In a stall—“I need to think about it”—the customer offers no particular reason for hesitating.
Article Related to: sales training, sales training program, selling skills, selling, sales techniques, sales strategy

2). Sales Success Tips-Take Control of the Sales Process By : Greg Beverly
Many of today's prospects seem to have left behind proper business etiquette. Missed appointments, no return calls, broken agreements, etc. Taking control of the sales process and demanding respect for your time, effort and product will lead to more sales and less wasted time.
Article Related to: sales and marketing, sales success, sales tips, sales hints, sales training, sales help

3). Sales Training - 'Confidence 101' By : Ray Turnbull
First and foremost, the very first thing you need develop in sales and negations is your confidence. But be aware of the fools sense of confidence which plagues most salesmen, and that is the confidence which is based totally on bravado. Let me explain! Say you are a physically confident person. You would most likely tell yourself that you could.
Article Related to: sales, selling, sales tips, sales questions, sales techniques, selling techniques, sales training

4). Sales Mindset vs. Sales Training By : Clayton Shold
Picture the announcer in the middle of the ring broadcasting - "In this corner, wearing the red shorts we have the challenger, weighing 217 pounds, winner of this year's collegiate championship, introducing Sales Mindset. Defending the long-standing domination of this event, winner of 35 title bouts, defending heavyweight champion, weighing 224 pounds, in the black shorts, please welcome Sales Training.
Article Related to: sales training, sales mindset, sales success, effective thinkers

5). What’s the Objective of Your 1st Sales Appointment? By : Jeff Hardesty
Have you defined what you want to happen at the conclusion of your 1st appointment? Only then can you actually set up a proficient sales methodology to achieve the defined objective more times than not. And with a pre-defined objective to your 1st appointment you can (1) set a realistic benchmark of success and (2) measure the outcome. It becomes part of your sales performance scorecard.
Article Related to: sales leadership, sales training, sales performance, sales management training, corporate sales training

6). The Five Basic Reasons Why A Salesperson Underperformed. By : Todd Taylor
Identifying the true reasons of salperson underperformance.
Article Related to: sales management, sales training, organizational development

7). Do You Have The Right Confidence To Make The Sale? By : Ray Turnbull
But be aware of the fools sense of confidence which plagues most salesmen, and that is the confidence which is based totally on bravado.
Article Related to: sales, sales tips, selling tips, sales strategies, sales questions, sales training, selling skills

8). 6 Steps to Closing the Sale By : Jim Klein
When it comes to closing the sale do you really know how to close? Do you freeze up afraid to close or don't know what to say? Do you know how and when to close the sale or even if the prospect is interested in your product? Well, read on and I'll share with you six ways to overcome these common challenges and increase your closing ratio.
Article Related to: closing the sale, closing a sale, sales training, sales techniques, sales tips, sales skills

9). Powerful Routines; Identifying Sales Scenarios and Developing Best Practices for Improvement By : Jeff Hardesty
Your sales day, week and month are full of scenarios. Each one is unique as to how, when and why they occur. But what's not unique is how often they occur in similar situations, similar prospect titles of contact and similar companies by industry. For example... Why do sales cycles get so drawn out, causing closing ratios to plummet? It's because salespeople fail to identify all significant decision-makers in line with their selling proposition.
Article Related to: sales leadership, sales training, sales performance, sales management training, corporate sales training

10). How Do You Come Across In Sales? By : Ray Turnbull
It is very important when you are in any sales situation that you present yourself in a way that creates excitement, sincerity and believability.
Article Related to: sales, selling, selling skills, sales strategies, sales training, sales questions, sales tips, selling tips

11). 10 Tips to Increase Your Referral Ratio By : Jeff Hardesty
Tip # 1 Discipline Yourself to a Routine of ‘Asking’ Here’s something profound. The reason most of us do not get referrals on a routine basis is because we do not ask for them on a routine basis. Well, it’s almost that simple. What would be the upside on your year-end W-2 if you asked for 2 referrals from each of your new customers? Let’s say you average 6 sales per month.
Article Related to: sales prospecting, sales leadership, sales training, sales performance, sales management training, corporate sales training

12). Retail Executive Dashboard Does Not Serve Front Line Sales Managers By : Steven Lipschitz
Retail Dashboards are pictures of spreadsheets used by executive managers to visually identify around five key performance indicators. Dashboards have gauges, like the speedometer in a car, and graphs and colour, to draw attention to areas of strong and weak performance of each retail store and the organisation as a whole. They may display: sales per hour, items per sale, average sale, conversion rate, and wage to sales ratio – at the store, regional, and national level.
Article Related to: management retail, dashboard, scorecard, retail sales training, retail, retail performance, sales training

13). High-Income Selling Strategies: 5 New Rules To Govern Your Behavior And Actions In The Sales Cycle By : Bill Caskey
Everyone wants to earn more, but few are willing to change behavior to do so. In fact, most aren’t. In my work of over 19 years with the high sales achiever, I find that most of them operate with a different set of rules about selling and the pursuit of new business. These new rules help govern their behavior and actions in the sales cycle. I have over 25 rules that I’ve documented, but here are the top five for you to consider: 1.
Article Related to: sales training, selling, sales speaker, sales consultants, entrepreneur, high achiever, persuasion, negotiation, sales manager training, corporate sales training, sales speakers

14). 10 Top Rapport Selling Tips (Deborah Patel Interviews Paul Archer) By : Deborah Torres Patel
Copyright 2006 Deborah Torres Patel Deborah Torres Patel: You and I both agree that many salespeople often forget the most important part of the sale…the customer. Paul Archer: That’s right. My crusade is to put the customer back on the pedestal where they deserve to stay and flourish. If your product or service is high transaction then leave it to the internet or telesales.
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15). Pacing Breathing - Create Powerful Rapport By : Kenrick Cleveland
Pacing unconscious actions creates instant and deep rapport!
Article Related to: persuasion, persuasion technique, sales training, social influence, sales tip, power influence

16). The Sales Training Series: Gaining Commitment By : Duane Sparks
Employers value salespeople based on their ability to Gain a Sales Commitment. Improving this sales skill has never been more important than it is today. So, what are you doing to get better?
Article Related to: sales training, sales training program, salespeople, sales commitment, sales skill, sales strategy

17). How to Double Your Sales Appointments in Half the Time; Part 2 By : Jeff Hardesty
In Part 1, we summarized that you may have the best service in the world and the best widget in its category. But if you can't physically get in front of your targeted business prospects on a routine basis you won’t meet your revenue objectives. And we discussed these (3) realities: • If you double your new appointments you will double your revenue.
Article Related to: sales prospecting, sales leadership, sales training, sales performance, sales management training, corporate sales training

18). The Sales Training Series: Selling With A Better Strategy By : Duane Sparks
In prospecting, your objective most often is to persuade a new customer to agree to meet with you face-to-face. To gain that commitment, you must convince the prospect that you are someone worth meeting. Every customer’s first major buying decision is whether to buy you—the salesperson. They’ll never decide to buy your products before they’ve bought you.
Article Related to: sales training, sales training program, sales skills, sales techniques, sales presentations, selling

19). "Playing Dumb Increased My Sales Results Overnight" By : Greg Beverly
Many sales professionals pride themselves on knowing all the answers. The real key to sales success is getting the answers from your prospect.
Article Related to: sales and marketing, sales success, sales tips, sales hints, sales training, sales help

20). How To Get Face To Face Over The Phone By : Jim Klein
You're at a disadvantage when talking to prospects on the phone. Take back the advantage.
Article Related to: sales training, sales coaching, sales tips, sales techniques, sales skills, phone skill, sales

21). How to Close Less and Sell More By : Jim Klein
Having a great closing technique doesn't guarantee you'll close sales. Closing the sale begins before you walk in the door.
Article Related to: closing technique, sales closing technique, closing the sale technique, closing, sales training

22). 9 Easy Ways to Find More Customers Fast By : Drew Laughlin
1. Email (opt in) If you're not sending your own personal email newsletter you're missing a huge opportunity. I don't care if you're an employee of a Fortune 500 company or a self-employed consultant. You MUST develop you own email newsletter. An eZine will allow you to build your relationship, credibility and trust with the people that subscribe.
Article Related to: sales, sales training, selling, sales tips, selling tips

23). 5 Tips for Finding Your Core Competencies By : Jeff Hardesty
1) Is it an essential component to your sales mission or just an ingredient in the recipe? List 10 actions, routines or tasks that are part of your sales day and considered essential components of your sales process. Now, ask yourself. How many of these are essential components to my sales mission are just ingredients in the recipe? Think about a professional golfer's essential competencies from tee-off to last putt.
Article Related to: sales leadership, sales training, sales performance, sales management training, corporate sales training

24). Do You Hate (or Maybe Dislike) Selling? By : Alan Boyer
The reason most people hate, or dislike, selling is that they already have a bad perception of a salesman. Therefore, they are afraid they will be perceived as taking advantage of their customers. This can frequently cause people to not get out there to sell, or at least slow down salespeople. When you can change that perception to "being the answerman, being the helper" not only will it feel comfortable, but you will see your sales go through the roof.
Article Related to: sales improvement, sales, sales training

25). Getting Past Gatekeepers: Don't Get Left At the Gate When Calling on Decision Makers By : Craig Harrison
DOES IT SOMETIMES SEEM AS THOUGH DECISION MAKERS are residing in a gated community? Learn how to bypass gatekeepers (GK) — those professionals who “guard” the decision makers and often run interference for them — to get in front of decision makers (DM). Traditionally a secretary, administrative assistant or switchboard operator blocked entry. Now there are electronic nemeses as well: voice mailboxes and blind e-mail addresses.
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